What's your approach to Sales?

Over my career I have done a whole variety of Sales and Business Development roles and sold everything from fashion to advertising to complex IT Solutions, Consultancy, Social Media/Membership and Coaching and used so many techniques from SPIN, Sandler, and qualification techniques like Scotsman.

Obviously other factors also come into play such as brand recognition, competition and navigating organisations internal processes and any regulatory frameworks.

On linkedin you have people advocating a whole variety of approaches as the magic pill such as storytelling but I have come to realise that it really depends on what you are selling and the type of personality appropriate to the role.

What I wanted to do was to find a simpler way of explaining the different approaches and would love a dialogue with you to get your thoughts. There is no one right answer and often a composite approach is required.

Whatever the approach you take the ethical and long term approach is to alway sell a customer what they really need, want and maximises the benefit to them.

1. Pro-Active Selling

?Actively seek out new customers and present to as many people as possible. It's all about numbers and high energy.

Effective For: High-volume environments like telemarketing or door-to-door sales.

Ideal Client: New customers not actively looking for your product or service.

Industries/Products: Telecom, insurance, pest control services.

Salesperson Style: Outgoing, energetic, and resilient.

2. Customer Led Selling

?Follow the prospect's lead, respond in agreement, and build trust. Known as Matching and Mirroring.

Effective For: Trust-building over time, such as real estate or financial advising.

Ideal Client: Cautious clients needing to feel understood and supported.

Industries/Products: Real estate, financial services, luxury goods.

Salesperson Style: Patient, empathetic, and good listener.

3. Aggressive Selling

?Direct, high-pressure, and persistent. Think 'Wolf of Wall Street'.

Effective For: Fast-paced sales like stock trading or market stalls.

Ideal Client: Decisive clients who respond well to high energy and urgency.

Industries/Products: Financial services, car sales, electronics.

Salesperson Style: Assertive, confident, and persuasive.

4. Helpful Selling

?Be helpful and informative, allowing customers to feel they are making their own decision.

Effective For: Modern consumer markets like tech or electronics.

Ideal Client: Informed clients valuing information and guidance.

Industries/Products: Consumer electronics, home appliances, SaaS products.

Salesperson Style: Knowledgeable, approachable, and supportive.

5. Consultative Selling

?Act as an expert consultant, offering impartial advice.

Effective For: Complex or high-value sales, such as B2B services.

Ideal Client: Clients seeking expert advice and tailored solutions.

Industries/Products: IT services, management consulting, custom software.

Salesperson Style: Expert, trustworthy, and insightful.

6. Rapport Led Selling

?Build strong rapport through subtle communication and body language.

Effective For: Industries where relationship-building is key, like luxury goods.

Ideal Client: Clients valuing personal relationships and trust.

Industries/Products: Luxury goods, bespoke services, high-end real estate.

Salesperson Style: Charismatic, personable, and engaging.

7. Scarcity Selling

?Create urgency by emphasising limited availability.

Effective For: Promotions and exclusive products.

Ideal Client: Clients motivated by exclusivity and urgency.

Industries/Products: Fashion, limited-edition products, event tickets.

Salesperson Style: Urgency-driven, convincing, and strategic.

8. Solution Selling

?Identify the customer's problem and offer a tailored solution.

Effective For: B2B sales and technology solutions.

Ideal Client: Clients with specific problems needing solving.

Industries/Products: Enterprise software, consulting services, industrial equipment.

Salesperson Style: Problem-solver, analytical, and resourceful.

9. Social Selling

?Leverage social media to connect with and nurture potential customers.

Effective For: Industries active on social media like fashion or B2B services.

Ideal Client: Clients active on social media.

Industries/Products: Fashion, lifestyle products, professional services.

Salesperson Style: Social, tech-savvy, and engaging.

10. Value-Based Selling

?Focus on the value and benefits of a product rather than the price.

Effective For: High-value sales and consulting services.

Ideal Client: Clients concerned with value and benefits over cost.

Industries/Products: High-end consulting, enterprise solutions, premium products.

Salesperson Style: Value-focused, persuasive, and knowledgeable.

11. Collaborative Selling

?Work closely with the customer to co-create solutions.

Effective For: Customisable products and consulting.

Ideal Client: Clients wanting a tailored solution.

Industries/Products: Custom manufacturing, bespoke software, consulting projects.

Salesperson Style: Cooperative, flexible, and innovative.

12. Transactional Selling

?Make quick, straightforward sales with little focus on long-term relationships.

Effective For: High-volume, low-complexity sales like retail.

Ideal Client: Clients seeking quick, easy purchases.

Industries/Products: Retail, e-commerce, fast food.

Salesperson Style: Efficient, direct, and result-oriented.

13. Inbound Selling

?Use inbound marketing to attract and nurture interested customers.

Effective For: Digital marketing and SaaS.

Ideal Client: Clients preferring to educate themselves before purchasing.

Industries/Products: SaaS, online education, digital marketing services.

Salesperson Style: Content-driven, educational, and engaging.

14. Relationship Selling

?Build long-term relationships with customers.

Effective For: Real estate and financial services.

Ideal Client: Clients valuing long-term trust.

Industries/Products: Real estate, financial advising, high-end consulting.

Salesperson Style: Relationship-focused, trustworthy, and consistent.

15. Insight Selling

?Provide new insights and perspectives to customers.

Effective For: Consulting and strategic planning.

Ideal Client: Clients seeking innovative solutions.

Industries/Products: Management consulting, strategic planning services, B2B solutions.

Salesperson Style: Insightful, thought-provoking, and authoritative.

16. Storytelling Selling

?Use stories to convey benefits and value.

Effective For: Brands and consumer goods.

Ideal Client: Clients influenced by emotions and experiences.

Industries/Products: Branding, consumer goods, marketing.

Salesperson Style: Creative, engaging, and compelling.

17. Cross-Selling and Up-Selling

?Sell additional or higher-end products related to the primary purchase.

Effective For: Retail and e-commerce.

Ideal Client: Existing customers open to exploring more options.

Industries/Products: Retail, e-commerce, hospitality.

Salesperson Style: Opportunistic, knowledgeable, and persuasive.

18. Needs-Based Selling

?Understand specific customer needs and tailor the pitch accordingly.

Effective For: Customisable products.

Ideal Client: Clients looking for precise solutions.

Industries/Products: B2B services, bespoke manufacturing, healthcare solutions.

Salesperson Style: Inquisitive, empathetic, and solution-oriented.

19. Target Account Selling

?Focus on high-value accounts with tailored strategies.

Effective For: Enterprise sales.

Ideal Client: Large organisations with complex needs.

Industries/Products: Enterprise software, high-value B2B services, industrial equipment.

Salesperson Style: Strategic, focused, and resourceful.

20. Referral Selling

?Generate sales through referrals from satisfied customers.

Effective For: Any industry relying on word-of-mouth.

Ideal Client: Satisfied customers with networks of potential clients.

Industries/Products: Professional services, real estate, healthcare.

Salesperson Style: Trustworthy, personable, and well-connected.

21. Collaborative Selling

?Engage the customer in the sales process.

Effective For: Custom solutions and consulting.

Ideal Client: Clients appreciating involvement in decision-making.

Industries/Products: Custom solutions, consulting, high-tech industries.

Salesperson Style: Collaborative, inclusive, and adaptable.

22. Pain Point Selling

?Address the customer's pain points directly.

Effective For: Industries where customers seek solutions to pressing problems.

Ideal Client: Clients needing problem resolution.

Industries/Products: Healthcare, IT solutions, industrial equipment.

Salesperson Style: Problem-solver, empathetic, and focused.

23. Educational Selling

?Educate the customer about the product and industry trends.

Effective For: New or complex products.

Ideal Client: Clients valuing expert advice.

Industries/Products: Technology, education, financial services.

Salesperson Style: Knowledgeable, informative, and engaging.

24. Challenger Selling

?Challenge the customer’s current thinking with new insights.

Effective For: Complex B2B sales.

Ideal Client: Clients open to innovative solutions.

Industries/Products: B2B services, consulting, strategic planning.

Salesperson Style: Confident, thought-provoking, and insightful.

25. Adaptive Selling

?Adjust your approach based on the customer's behaviour.

Effective For: Diverse sales environments.

Ideal Client: Clients with varying needs and preferences.

Industries/Products: Custom solutions, consulting, retail.

Salesperson Style: Flexible, observant, and adaptable.

26. Metrics-Driven Selling

?Use data and metrics to inform the sales process.

Effective For: Data-driven industries and B2B sales.

Ideal Client: Clients appreciating analytical, evidence-based approaches.

Industries/Products: SaaS, IT services, finance.

Salesperson Style: Analytical, data-driven.

Is there anything you think I have missed?

Composite Approaches

For for example if you are selling coaching services you might employ one or ore of these techniques.

1. Consultative Selling

Description: Acting as an expert consultant, understanding the client's unique challenges and offering tailored coaching solutions. Effective For: High-value, personalized services. Ideal Client: Clients seeking expert advice and tailored solutions. Industries/Products: Executive coaching, life coaching, business coaching. Salesperson Style: Expert, trustworthy, and insightful.

2. Relationship Selling

Description: Building long-term relationships with clients, focusing on trust and personal connection. Effective For: Services where long-term engagement is common. Ideal Client: Clients valuing long-term trust and ongoing support. Industries/Products: Personal development, executive coaching, wellness coaching. Salesperson Style: Relationship-focused, trustworthy, and consistent.

3. Customer Led Selling

Description: Following the prospect's lead, responding to their needs, and building a supportive relationship. Effective For: Trust-building and creating a supportive client-coach relationship. Ideal Client: Clients needing to feel understood and supported. Industries/Products: Life coaching, career coaching, personal coaching. Salesperson Style: Patient, empathetic, and good listener.

4. Solution Selling

Description: Identifying the client's specific problems and offering coaching as a tailored solution. Effective For: Addressing specific challenges like career transitions, leadership development, or personal growth. Ideal Client: Clients with specific problems needing solving. Industries/Products: Business coaching, leadership coaching, performance coaching. Salesperson Style: Problem-solver, analytical, and resourceful.

5. Value-Based Selling

Description: Emphasizing the value and benefits of coaching, such as improved performance, personal growth, and achievement of goals. Effective For: High-value services where the benefits are significant. Ideal Client: Clients concerned with value and benefits over cost. Industries/Products: Executive coaching, performance coaching, business coaching. Salesperson Style: Value-focused, persuasive, and knowledgeable.

6. Educational Selling

Description: Educating potential clients about the benefits of coaching, methodologies, and success stories. Effective For: New clients unfamiliar with coaching or its benefits. Ideal Client: Clients valuing expert advice and knowledge. Industries/Products: Life coaching, career coaching, wellness coaching. Salesperson Style: Knowledgeable, informative, and engaging.

7. Social Selling

Description: Leveraging social media to build a presence, share success stories, and engage with potential clients. Effective For: Reaching a wide audience and establishing credibility online. Ideal Client: Clients active on social media platforms. Industries/Products: Life coaching, career coaching, business coaching. Salesperson Style: Social, tech-savvy, and engaging.

8. Insight Selling

Description: Providing new insights and perspectives to potential clients, helping them see the value of coaching in achieving their goals. Effective For: Clients looking for innovative solutions and fresh perspectives. Ideal Client: Clients seeking breakthrough strategies and growth. Industries/Products: Executive coaching, strategic planning, leadership development. Salesperson Style: Insightful, thought-provoking, and authoritative.

By employing these techniques, sales professionals can effectively convey the benefits of coaching services, address client needs, and build strong, trusting relationships that foster long-term success.

Sales Strategy

Selling coaching services requires a strategic approach that builds trust, showcases expertise, and highlights the value of the service. Here are some effective approaches:

1. Build a Strong Personal Brand

• Online Presence: Maintain an active and professional presence on social media platforms like LinkedIn.
• Content Creation: Share valuable content regularly through blogs, videos, and podcasts to establish yourself as an expert in your field.

2. Offer Free Value

• Free Consultations: Provide a free initial consultation to potential clients to demonstrate your coaching style and the value you can bring.
• Webinars and Workshops: Host free webinars or workshops on relevant topics to attract potential clients and showcase your expertise.

3. Testimonials and Case Studies

• Client Testimonials: Collect and share testimonials from satisfied clients to build credibility and trust.
• Case Studies: Publish case studies that detail how you have helped clients achieve their goals, demonstrating your effectiveness.

4. Network and Referrals

• Professional Networking: Attend industry events, join relevant groups, and connect with potential clients and referral partners.
• Referral Programs: Create a referral program that incentivizes your current clients to refer new clients to you.

5. Tailored Packages

• Customizable Services: Offer tailored coaching packages that meet the specific needs of different clients.
• Clear Value Proposition: Clearly articulate the benefits and outcomes clients can expect from each package.

6. Email Marketing

• Email List: Build an email list of potential clients and regularly send out valuable content, updates, and offers.
• Nurture Campaigns: Use email nurture campaigns to build relationships with potential clients over time.

7. Leverage Social Proof

• Reviews and Ratings: Encourage clients to leave reviews and ratings on your website and social media profiles.
• Success Stories: Share success stories and achievements of your clients on social media and your website.

8. Effective Sales Techniques

• Consultative Selling: Focus on understanding the needs and challenges of potential clients and offer solutions that address those specific needs.
• Personal Touch: Follow up with potential clients personally, addressing any questions or concerns they may have.

9. Partnerships and Collaborations

• Collaborate with Other Professionals: Partner with other professionals, such as therapists, consultants, or business advisors, to offer comprehensive solutions.
• Joint Ventures: Engage in joint ventures with complementary service providers to expand your reach and offer more value to clients.

10. Targeted Advertising

• Social Media Ads: Use targeted social media ads to reach your ideal client demographic.
• Google Ads: Invest in Google Ads to capture potential clients searching for coaching services.

Implementing a combination of these approaches will help you effectively sell your coaching services, build a loyal client base, and establish yourself as a trusted expert in your field.